How To Ask For The Sale And The Mistake Every Real Estate Agent Makes At Least Once
Let me take you back to middle school…
You’re pimply faced and excited to be out at a place where you might actually get to touch someone of the opposite sex.
No one really knows how to dance, so there’s a lot of swaying going on.
You eye your crush across the room. They smile back at you. You get butterflies in your stomach. Everyone in the dimmed cafeteria disappears.
You set the stage in your mind…
The next slow song that comes on, I’ll walk over and ask them to dance. Slow songs are easy to dance to. I’ve been practicing in my room. This isn’t a big deal. We’ll both have fun. They want someone to ask them to dance.
Okay, I’m going to do it.
Wait, why didn’t you do it!?
And then the dance is over. You go home, a little disappointed, slightly spattered with red punch.
Why didn’t you just ask for the dance?
Things haven’t changed that much. Have you learned to ask for the dance yet?
Mistake: They Forgot (or were too scared) To Ask for The Sale
Most clients want to send you referrals! Over 80% of clients are happy to have done business with their Realtor.
But we’re all super lazy at taking action on these things…How can you ensure they send you a referral? Easy. You write the message for them!
How to Ask for the Sale, Asking for Real Estate Referrals
Ask any experienced real estate professional what their best source of business is and they will most likely tell you, “referrals.” A few customers give referrals without prompting. Unfortunately, most clients won’t think to do so, even if they loved & enjoyed your service. The fundamental rule of sales is: you have to ask to get, and that’s definitely true for referrals.
If you feel a little awkward asking for a sale, there are a few things you scripts you can practice to overcome this barrier. It’s important to ask for referrals during:
- Listing Interview – you can try a script like “I don’t make my living off any one transaction. I make my living off of your referral business. I don’t get that unless you are happy.” Finish with a pointed request: “If you are pleased with my service, will you refer me to your friends?”
- During the Sale Process
- Just After Closing – “I appreciated doing business with you, and I look forward to doing business with you again. I also would like to help any of your friends or acquaintances who may be coming into the market or people in your neighborhood who may be selling.”
Using Real Estate Email Marketing Software to Automate This Process
Email marketing can be a great way to get referrals when used properly. Did you know the average person sent 41 emails per day in 2014? Also did you know the the P.S. line is the most read part of emails?
So this is how it works? Basically you can set your P.S. line in your email signature to ask for a referral. e.g. PS: The biggest compliment I can receive is a referral. Click here to help your friend have a smoother real estate transaction. You’ll want to put your email address in the “CC” line. This will ensure that you can follow up with any referrals you get. It will also help you track your real estate referrals.
Putting Your Email Marketing on Autopilot
To put your email marketing on autopilot you can check out this video:
It doesn’t get anymore simpler than this.